Negotiation and Decision-Making

This course is designed to improve your ability to conduct negotiations, not only by sharing current knowledge and research, but also by providing opportunities to practice and reflect on your skills.

Programme benefits

Understand the strategic, interpersonal and psychological aspects of negotiations

Learn important concepts and practical tips gleaned from negotiation research

Engage in a variety of negotiation simulations and receive immediate feedback

Gain awareness into your own strengths and weaknesses

Develop a personal development plan with the guidance of the instructors to aid continuous improvement as a negotiator.

Course description

The programme will address the strategic, interpersonal, and psychological aspects of negotiation, for example:

Distributive and integrative bargaining

Power and persuasion

Emotions and confrontations

Cultural issues

Negotiation styles

The practice simulations will cover a range of negotiation scenarios from two-party transactional negotiations to multi-party multi-issue negotiations.

Course structure

Class time will be used for learning the concepts, engaging in exercises, and obtaining feedback. Participants will also spend some time each evening reflecting on the feedback and preparing for the following day’s negotiations.

A personalised approach To aid your continuous improvement as a negotiator, we provide the opportunity for you to complete a personal development plan at the end of the course and receive personalised feedback from the instructors. In the development plan, participants summarise their strengths and weaknesses as a negotiator and, most importantly, create an action plan to continue improving their skills. The instructors will carefully analyse each development plan and provide feedback and guidance to the individual participants.

Course suitability

This executive course is suitable for:

Junior managers wishing to accelerate their career

Senior professionals seeking to develop and refine their personal skills

World-class negotiators looking to keep in step with current knowledge and research

What's included in the fee?

The fee for this executive course includes: all LSE tuition, course materials, daily lunches, coffee breaks, two complimentary networking events with fellow senior participants and full office support. You will also be awarded an LSE certificate of completion at the end of the five days.

"I very much enjoyed my experience at LSE… a great week overall that left me energised and from which I gained some key insights and tools that I am sure to apply in both my professional and personal life."